Contact
Joni Garza, SCORE AdministratorFort Worth - Chapter 120
817-871-6002
scorefw@gmail.com
Making Prospect Calls - Prospecting for Success
There is no magic answer to prospecting success, but there are behaviors and techniques that will make you more effective.
Without question, prospecting is the most difficult and avoidable task in the daily and weekly routine of salespeople.
Yet, prospecting is the lifeblood of long-term success for small business owners and sales professionals. Unfortunately, most sales people do not ever achieve their maximum revenue potential because they refuse to create or implement an effective prospecting plan…. nor are they willing to commit to the prospecting behaviors and activities that would increase the prospect pipeline, bring more opportunities into the sales cycle, and ultimately create more sales revenue.
In this workshop you will learn:
· How to initiate a compelling conversation on a prospecting call.
· How to determine your prospecting options and opportunities.
· What behaviors and techniques give you the best chance for success.
· How to create a prospecting plan.
· The true goal of prospecting.
Presented by Larry Faigh
Larry is the president of Dallas-based Persuasive Communication, a franchise of Sandler Training Systems. Larry was previously Sales Director for VQ OrthoCare, a manufacturer and distributor of orthopedic rehab equipment. In that position, Larry built a sales network from scratch, managing a team of account executives and independent sales contractors who sold to orthopedic, pain management, rheumatology, and medically integrated clinics.
Previously Larry was Senior Regional Sales Manager – for Cool Systems Inc. / Game Ready, a manufacture of cold and vasopneumatic compression therapy products. There, Larry co-developed the firm’s national military sales strategy and developed and implemented its orthopedic growth and expansion plan.
Larry has over 30 years of sales development experience. He spent over two decades in the medical device industry working with small organizations enhancing growth in share market and new product introduction.
Throughout his career Larry has won numerous awards for sales performance, sales and development initiatives and leadership achievement.
His extensive experience in start-up territories, regional and national expansion projects and numerous sales development roles served him well in transitioning to Sandler Training Systems ownership.
Larry received a BBA in Finance/Economics from Souther Methodist University.
Because our work is supported by the U.S. Small Business Administration (SBA), and thanks to our network of 10,000 volunteers, we are able to deliver our services at no charge or at very low cost.